Sales Development Representative

About the role

The 20 is a Master MSP and one of the top MSP growth platforms in North America. We help independent MSPs grow faster than they ever could alone — by giving them access to a shared help desk, a managed tool stack, proven sales playbooks, and a national community of peers who are all playing to win. We're hiring a Sales Development Representative to build the pipeline that powers our growth.

Responsibilities

• Conduct targeted outbound prospecting via phone, email, LinkedIn, and other channels to generate qualified leads for the AE team
• Own post-event and post-conference follow-up with speed and precision — turning booth conversations into booked Growth Consults
• Research and qualify MSP prospects using The 20's ICP (ideal customer profile) criteria
• Book and confirm Growth Consult calls between qualified prospects and Channel AEs
• Maintain accurate records of all prospecting activity, outreach, and outcomes in HubSpot CRM
• Collaborate with the AE team to develop personalized outreach sequences for targeted prospect lists
• Support pipeline hygiene — re-engage stalled leads, identify timing-based reactivation opportunities, and flag at-risk prospects
• Participate in regular team syncs to stay sharp on messaging, objection handling, and ICP updates
• Track and report weekly on meetings booked, event follow-up conversion rates, and pipeline contribution

Requirements

• 1–3 years of experience in a sales development, inside sales, or business development role
• Experience in the MSP, IT services, or technology channel — you know the language and the landscape
• Proven ability to generate qualified pipeline through outbound prospecting (email, phone, LinkedIn)
• Strong written and verbal communication skills — you can craft an outreach that gets opened and responded to
• Organized and detail-oriented — you track everything, follow up on everything, and let nothing fall through the cracks
• Comfortable working in HubSpot or a similar CRM and maintaining clean data discipline
• Coachable, competitive, and hungry to contribute to a fast-moving sales team

Qualifications

• Familiarity with MSP tools and terminology (RMM, PSA, NOC, MRR, CSAT, etc.)
• Experience attending or supporting MSP-focused industry events (DattoCon, IT Nation, N-Able Empower)
• Prior experience in an IGNITE, SDR-to-AE pipeline development program
• Interest in growing into a full-cycle closing role — we promote from within